A great project earns trust. Ongoing communication earns the next one.
Are You Still in Business?
When my husband and I bought our Montana home in 2021, we needed a lot of the interior painted before moving in. John, the first painter we hired, came recommended and did a fine job on the rooms we asked him to do. We planned to have him back for the kitchen and bathroom later.
Then … nothing. No holiday card. No follow-up. No reminder that he was still in business. Years passed, and when I finally wanted more painting done, I couldn’t even find his listing online. He had simply disappeared from my radar.
Following Best Practices
In July 2025, I met Bob, painter two, at a family garage sale. Within days, he stopped by, inspected our home, showed us examples of his work, and provided a rough estimate. He was up front: Bob couldn’t start until next year, but he gave us the names of other painters if we couldn’t wait.
Our current painter has been in business for more than 20 years and works only for a trusted circle of clients. We felt fortunate to make his list. His skill, honesty, and personable approach made us willing to accommodate his schedule.
Turning Great Projects Into Future Work
Repeat clients represent 70 to 80 percent of most Architecture/Engineering/Construction firms’ business. To keep getting work, project excellence alone isn’t enough.
If you finish a job and disappear, you risk becoming like our first painter—forgotten despite delivering quality. Firms that behave like our second painter stay in touch, set expectations, and make clients feel valued. That’s how you earn an invitation to compete for the next project.
How Are You Maintaining Visibility?
When was the last time you reached out to a past client? Do you:
- Schedule phone calls or one-on-one check-ins?
- Share blog posts, case studies, or newsletters?
- Network at conferences or industry events?
- Send holiday cards or personal notes?
Are you scheduling follow-ups through your Customer Relationship Management (CRM) software? Use these sessions to keep clients informed about your company’s growth and new services.
A former client may not need you again for years. But when that next opportunity arises, you want to be top of mind before the RFP drops. Without regular touchpoints, decision-makers move on, contacts change jobs, and the glow of a successful project fades.
Clients as VIPs
Our current painter made us feel like joining his client list was a privilege. In A/E/C, treating clients as VIPs—with consistent contact and genuine interest—signals that their business matters. Ignore them until their next big project, and you may find someone else has already taken your place.
Networking Opens Doors
Our painting project became a priority because of a chance meeting at a garage sale. In your world, it might be an industry mixer, client appreciation event, or committee meeting. Train your team to engage at these events. Even introverts can make meaningful connections if they bring thoughtful questions to ask.
The Value of Ongoing Communication
Successful project outcomes open doors, but interest fades without follow-up. Don’t vanish like our first painter. Build trust like our current painter, and your clients will strongly consider you for future work.
Need Help Creating a Client-Connection Plan?
I can help you plan and produce stories, updates, and follow-ups that keep you top of mind with the clients who matter most. Contact me at blaizecommunications@gmail.com.
👉 What’s one touchpoint that’s worked best for keeping your firm top of mind? Share it in the comments.
Enjoyed this article?
Subscribe to never miss an issue.
